Alliance Business Manager

1 month ago

Singapore Palo Alto Networks Full time

Our Mission

At PANW everything starts and ends with our mission:

Being the cybersecurity partner of choice, protecting our digital way of life.

Our vision is a world where each day is safer and more secure than the one before. We are a company built on the foundation of challenging and disrupting the way things are done, and we're looking for innovators who are as committed to shaping the future of cybersecurity as we are.

Our Approach to Work

We lead with flexibility and choice in all of our people programs. We have disrupted the traditional view that all employees have the same needs and wants. We offer personalization and offer our employees the opportunity to choose what works best for them as often as possible - from your wellbeing support to your growth and development, and beyond

At PANW, we believe in the power of collaboration and value in-person interactions. This is why our employees generally work from the office three days per week, leaving two days for choice and flexibility to work where you feel most effective. This setup fosters casual conversations, problem-solving, and trusted relationships. While details may evolve, our goal is to create an environment where innovation thrives, with office-based teams coming together three days a week to collaborate and thrive, together

Your Career

This Alliances Business Manager role will develop the full 360 degree Telco Service Provider (SP) partner led growth from leveraging partner teams and reach, especially for Managed Services. Reporting to the JAPAC Strategic Alliances Director, you will center your role on developing and growing partner led opportunities with SP partners who actively drive revenue for their business in Managed Security Services.

You will build the Go-to-Market (GTM) Plan for SP across the JAPAC Theatre as follows:

  • Identify Focus Area Telco Service Providers (among the 6 geographic Areas of JAPAC Theatre)
  • Executive & Business Unit Structures
  • Unique Differentiator/s for each SP
  • Solution Offerings to Embed PANW
  • Execute & Enhance the GTM Plan
  • Execute Joint Planning with Focus Partners
  • Oversee Joint Solution Development
  • Clarify or Develop the Market Messaging & Positioning
  • Encourage Joint Sales, Presales, Channel Teams and Delivery Enablement
  • Collaborate with Marketing for Demand Generation Campaigns

You will be responsible for educating and engaging the sales account teams within partners and at PANW on the benefits of tri-party collaboration. We win by deliberate joint account engagement to solve our joint customers biggest challenges of securing their digital way of life. Success in the role will also require developing a strong internal network across PANW teams, including Sales, Marketing, Area Channel Business Managers, Sales Engineers and most importantly our speedboat solutions specialists.

Your Impact

  • Grow SP partner-led transactions - New Customer Acquisitions
  • Embed PANW solutions into SP partners service offerings
  • Business development with partners involvement to help activate them on PANW offerings
  • Build a strong business network within the Area channels organizations - It is your responsibility to continue to nurture and grow your network
  • Engaging with key stakeholders (PANW Area and Channel leadership, Channel Business Managers, Distributor Business Managers) to build and execute on a your SP channel plan
  • As part of the overall JAPAC theater plan, activate Focus SP partners, then identify and recruit emerging SP partners who prioritise Cybersecurity in their Network or SOC go-to-market strategy
  • Develop and execute business plans driving all aspects of the partner relationship to maximize growth opportunities and ensuring partner is well-positioned to deliver successful customer implementations and recommendations
  • Work well in a team environment to ensure partner and customer satisfaction
  • Design compelling value proposition that inspire partners to promote our solutions
  • Work with select partners and help them build a services catalog around our cloud security offerings
  • Provide clear and consistent communication across the region with your dedicated partners to build strong partnerships throughout your assignment
  • Lead regular business performance and relationship reviews with senior management and various stakeholders
  • Build and maintain activity of performance reports and activity dashboards

Your Experience

  • 10+ years of relevant experience in partner sales, account management, or business development
  • Experience working with regional SPs, Systems Integrators, or emerging SP partners
  • Business relationships with Telco Service Providers across JAPAC would be an advantage
  • Understanding of channel operating models
  • Experience in cybersecurity
  • Knowledge of sales, marketing, and solution development
  • Experience in an overlay or product specialist role
  • Experience in solution development with cross functional technologies or complimentary vendors
  • Experience working with Service Providers and their partner ecosystem
  • Understanding of alliance operating models
  • Knowledge of sales, marketing, and solution development
  • Demonstrate strong initiative and ability to think creatively with excellent presentation, written, and overall communication skills
  • Consistent track record of leading complex sales situations through negotiation and conflict resolution

The Team

The channel organization at PANW is a strategic pillar for our continued growth within cybersecurity, and a critical component to accomplishing our mission. Channel development is an extension of the territory sales team, with the ultimate goal to train and enable our channel partners to become empowered in the use and sales of our products.

Our Commitment

We're trailblazers that dream big, take risks, and challenge cybersecurity's status quo. It's simple: we can't accomplish our mission without diverse teams innovating, together.

We are committed to providing reasonable accommodations for all qualified individuals with a disability. If you require assistance or accommodation due to a disability or special need, please contact us at

PANW is an equal opportunity employer. We celebrate diversity in our workplace, and all qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or other legally protected characteristics.

All your information will be kept confidential according to EEO guidelines.


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